Job Details

Overview

At Cloudflare, we are on a mission to help build a better Internet. The company runs one of the worlds largest networks that powers millions of websites and other Internet properties. Cloudflare protects and accelerates Internet applications without adding hardware, installing software, or changing a line of code. Cloudflare is recognized for culture and innovation.

We hire curious and empathetic individuals who are committed to developing themselves and learning new skills, and we are ready to help you do that. We value diversity and inclusion and hire based on potential while supporting our people throughout their time at Cloudflare. Available Locations: Atlanta, GA and Tennessee.

About this Role

This role within the mid-market segment focuses on both the acquisition of new Territory accounts and the expansion of existing customer accounts. You will work a set of accounts in the territory sub-segments. The ideal candidate will have both a sales and technical background that enables them to engage with technical professionals through to senior executive levels, across Security, Network, Development and Infrastructure teams.

Key Responsibilities

• Develop and execute a comprehensive account/territory plan to achieve quarterly sales and annual revenue targets in a defined territory and/or account list.
• Drive new business acquisition (new customer logos), customer expansion (upsell and cross-sell Cloudflare solutions), and renewal within your territory.
• Engage in account mapping sessions with partners, including training new partners on our technology and GTM strategies.
• Develop scalable relationships with target partners to expand the partner ecosystem in a specific region.
• Build a robust sales pipeline through continual engagement and nurturing of key prospect accounts.
• Understand customer use-cases and how they pair with Cloudflares portfolio solutions to identify new sales opportunities.
• Craft and communicate compelling value propositions for Cloudflare services. Drive awareness through regular outbound campaigns on product and feature roadmap updates.
• Accurately forecast commercial outcomes by running a consistent sales process, including driving next steps and contract negotiations.
• As a trusted advisor, build long-term strategic relationships with key accounts to ensure adoption, retention and expansion. Regularly evaluate usage trends and articulate value during business reviews.
• Network across different business units with each account and multi-thread to identify and engage new divisional buyers.
• Position Cloudflares platform in target customers, including Cloudflare One and the Connectivity Cloud, to realize our full potential in every customer.
• Operate internally as a liaison with cross-functional teams to share key customer feedback and insights to improve customer experience and guide Cloudflare investments.

Requirements

• 5+ years of direct B2B selling experience
• Strong interpersonal communication (verbal and written) and organizational skills
• Self-motivated; entrepreneurial spirit
• Comfortable working in a fast-paced dynamic environment
• Bachelors degree required
• Demonstrated analytical and quantitative abilities
• Software and system skills are a must (SFDC, Tableau, G-suite, MS Office)

Examples of desirable skills, knowledge and experience:

• 5+ years in Software/SaaS/Security Sales & Channel management.
• Existing relationships and/or strong familiarity with the partner ecosystem in the region
• Understanding of cloud infrastructure ecosystem and cloud security is highly preferred
• Experience working in a start-up environment
• Ability to travel up to 25% of the time
• Technical competence strongly preferred

Compensation

Compensation may be adjusted depending on level and work location. This role is eligible to earn incentive compensation under Cloudflares Sales Compensation Plan. The estimated annual salary range includes the on-target incentive compensation that may be attained in this role under the Sales Compensation Plan.

Equity

This role is eligible to participate in Cloudflares equity plan.

Benefits

Cloudflare offers a complete package of benefits and programs to support you and your family. Our benefits programs can help you pay health care expenses, support caregiving, build capital for the future and make life a little easier and fun. The below is a description of our benefits for employees in the United States, and benefits may vary for employees based outside the U.S.

Health & Welfare Benefits

• Medical/Rx Insurance
• Dental Insurance
• Vision Insurance
• Flexible Spending Accounts
• Commuter Spending Accounts
• Fertility & Family Forming Benefits
• On-demand mental health support and Employee Assistance Program
• Global Travel Medical Insurance

Financial Benefits

• Short and Long Term Disability Insurance
• Life & Accident Insurance
• 401(k) Retirement Savings Plan
• Employee Stock Participation Plan

Time Off

• Flexible paid time off covering vacation and sick leave
• Leave programs, including parental, pregnancy health, medical, and bereavement leave

What Makes Cloudflare Special?

We are a highly ambitious, large-scale technology company with a soul. Fundamental to our mission is protecting the free and open Internet.

Project Galileo: Since 2014, weve equipped more than 2,400 journalism and civil society organizations in 111 countries with tools to defend themselves against attacks, at no cost.

Athenian Project: In 2017, we created the Athenian Project to protect election information and voter access for local governments; weve provided services to more than 425 local government election websites in 33 states.

1.1.1.1: We released a public DNS resolver to improve Internet security and privacy. We do not store client IP addresses and do not sell data to advertisers.

Sound like something youd like to be part of? Wed love to hear from you!

This position may require access to information protected under U.S. export control laws. Any offer of employment may be conditioned on authorization to receive software or technology controlled under U.S. export laws without sponsorship for an export license.

Equal Opportunity

Cloudflare is proud to be an equal opportunity employer. We are committed to providing equal employment opportunity for all people and place great value in diversity and inclusiveness. All qualified applicants will be considered without regard to race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, disability, or any other status protected by law. We are an AA/Veterans/Disabled Employer.

Cloudflare provides reasonable accommodations to qualified individuals with disabilities. If you require a reasonable accommodation to apply, please contact ...@cloudflare.com or mail at 101 Townsend St., San Francisco, CA 94107.